Oct 30, 2017
- DISC and many other assessments
- Four basic patterns of behavior
- Interacting / Influencing
- Steady / Amiable / Relator
- Conscientiousness / Cautious / More of a thinker or analytical
- Personal development, team building, leadership development,
sales effectiveness, selection of job hires / candidates, etc.
- DISC Fitness System at Assessments 24x7
- The job
- The ideal candidate
- What you're shooting for in a new hire
- Match candidates against the benchmark
- There is a simplicity and practicality in DISC
- Other tools like MBTI are great for internal assessments but it
can be confusing and often needs an expert to interpret them
- DISC gives you two basic scores
- Adapted: how I behave when I'm with others and have to change
my pattern to reduce conflict
- Carl Yung in 1927 wrote "Psychological Types"
- "The Emotions of Normal People"
- "Professor Marston and the Wonder Women"
- Look at characters in the public domain to understand how to
identify and anchor the concept of DISC profiles in sales
- "The Odd Couple" was a classic with only two characters who
clashed between "I" and "C"
- Jerry - "S"
- Elaine - "D" and some "I"
- Famous people can fall out of favor so he doesn't use them any
longer in his books and training
- So use historical characters who are dead with no baggage
- In sales get the customer talking more than you with open ended
- Make two either-or decisions as they talk
- Are they more open or guarded?
- Are they more direct or indirect?
- Direct but guarded = D
- Direct but open = I
- Indirect and open = S
- Indirect and guarded = C
- If they're open then start with more chit-chat
- If they're guarded then get to the point
- If they're direct then move faster
- If they're indirect then move slower
- He sold door-to-door during the summers in New Jersey while in
- He had a 3-ring binder and flipped through it
- He wouldn't pick up the hint when people wanted to slow down or
- How to handle a High D
- It's a bit difficult
- They want to run the show
- If you butt heads it could be the end
- How to handle High S's and C's (indirect and slower-paced)
- Information-driven (C more so)
- The S likes to get others involved while the C may make the
decision on their own
- Go in prepared
- Understand their needs
- Give them options
- Give them data and documentation
- The "Cs" want to sleep on it
- Clarify with them "Do you have all the information you need to
make a decision?"
- Have an agenda and cover it with them up front
- Don't wing it
- Admit when you don't know
- Task-oriented: D & C
- C's are slower and like data more
- D's are risk takers
- C's want all the options
- D's want a couple of options
- Relation-oriented: I & S
- S vs C
- Both procastinate
- S's procrastinate getting started
- C's procrastinate finishing
- The three V's
- Take his Sales IQ assessment—48 questions